216 Jon Macdonald - Human-Centric Optimization: The New Era of Digital Journey

In this episode of SaaS Fuel, we welcome Jon MacDonald, the founder of The Good - a digital experience optimization firm known for driving results for major online brands like Adobe, Nike, Xerox, The Economist and more. Jon shares how brands can better understand their customers by simplifying the user experience and engaging customers at every step.

He also dives into the key psychological factors behind online behavior, including the IKEA effect and the difference between Satisfiers and Maximizers. Explore the pitfalls of discounting, the value of gated content, and how brands can balance AI with human insights for long-term success. Learn practical tips for creating customer-centered digital experiences that boost conversions.

Tune in to this episode to know more about Jon’s expertise in digital optimization that can help enhance customer experiences, boost conversions and stay ahead in the competitive SaaS landscape.

Key Takeaways

00:00 Decision delays due to budget cycles and scrutiny.

08:49 Reduce friction, quick wins, streamline onboarding: success.

14:40 Passionate about user interfaces and human-computer interaction.

15:42 Combined CS and visual arts, led to Flash.

25:24 Understand user questions during each digital journey phase.

26:54 Make websites clear; answer customer questions repeatedly.

36:18 People research extensively online before purchasing products.

41:00 Give away content freely; charge for personalization.

46:22 5-factor scorecard for successful optimization programs.

52:34 Involve consumers; they make subconscious decisions daily.

58:13 Treat consumers as individuals, not just numbers.

01:00:39 Humans preferred over AI; optimization still necessary.

Tweetable Quotes

"I think that every single element of your website is gonna tell the consumer something about why they do or do not wanna work with you or buy from you." — John McDonald 00:20:58

"The easiest thing here is to understand as a brand that your consumers coming to your site do not have any context that you possess as somebody who works every day with the brand." — John McDonald 00:27:07

"You wanna show people exactly what their purchasing choice says about them to other people. And that can often be done through social proof. It can be done through, through, you know, reviews." — John McDonald 00:29:07

"And so I'm a firm believer that you should give away as much content as you possibly can. Now if somebody wants that applied to their situation directly and specifically, that's when you charge for it." — John McDonald 00:41:31

"Unfortunately, what most brands don't understand is that consumers are making 35,000 decisions a day." — John McDonald 00:52:57

"Just because you can't see the consumer on the other side of the screen does not mean that they aren't human." — John McDonald 00:58:26

SaaS Leadership Lessons

Understand Your Customers’ Need: Know that understanding customer pain points is essential. By identifying what users are looking for, you can tailor the experience to guide them efficiently toward a solution.
Focus on Post-Launch Optimization: Building a product is only the first step; constant optimization is key to long-term success. Prioritize refining their offerings based on user feedback and performance data.
Avoid Over-Reliance on Discounts: Offering discounts may drive short-term gains, but it risks creating a customer base that only values your product at a reduced price. Instead, focus on adding value to maintain product integrity.
Leverage Psychological Insights: Understanding psychological principles like the IKEA effect helps create a more engaging and valuable customer experience. Giving customers a sense of ownership or personalization can increase satisfaction and loyalty.
Cater to Both Satisfiers and Maximizers: Design platforms to serve both quick-decision customers (satisfiers) and those who need more research (maximizers). Offering clear, straightforward options alongside in-depth information helps meet the needs of both.

Guest Resources

jon@thegood.com

https://thegood.com

https://www.linkedin.com/in/jonnymac/

Jon MacDonald (Media Kit): https://jonmacdonald.com/media-kit/

Stop Marketing, Start Selling (Book): https://thegood.com/stop-marketing-start-selling/

Opting In To Optimization (Book): https://thegood.com/oito-checkout/

Listeners can get 50% off a digital copy of Behind The Click with the code BTCPODCAST50 at checkout. We will provide you with a unique tracking link for the show notes of your episode that leads to this landing page: https://thegood.com/btc-podcasts/

Webinar: Sept 26th | 2pm CT

Register now: https://go.championleadership.com/behind-the-click-the-psychological-principles-behind-customer-decisions

LinkedIn Event: https://www.linkedin.com/events/behindtheclick-thepsychological7239759698982264832/